• Lead key operations functions for GTM, Post Sales, Marketing and Strategic Initiatives; develop overarching strategies for these functions, drive alignment with key stakeholders, and ensure effective and efficient execution. • Be a trusted partner to our GTM Leadership team, work closely with them to understand their business needs, and align the team roadmap and outputs to quickly meet them. • Design, develop, and continuously optimize the GTM reporting suite - strive for clarity and simplicity that enables better and faster decision making for Leadership. • Own executive operating cadences, including forecast reviews, pipeline reviews, quarterly business reviews, and strategic planning processes. • Translate complex analytical outputs into clear stories that drive business decisions. • Support key GTM projects and initiatives with robust and insightful ad-hoc reporting and analysis. • Lead annual and in-year GTM planning, including capacity planning, territory design, quota setting, compensation planning, organizational design, and investment prioritization. • Own executive and board-level reporting, ensuring consistent definitions, metrics, and business narratives across the organization. • Relentlessly search out opportunities to automate and scale - particularly via the use of Agentic AI - reporting assets, improve data quality, and enable greater self-service analytics and insights. • Develop long-term Reporting and Insights team strategy, build a provocative and audacious roadmap and hiring plan to support growth. • Partner closely with GTM Systems leadership to establish priorities, governance, and execution plans across Salesforce, Clari, marketing and customer systems, and operational tooling. • Drive alignment across Sales, Marketing, Post Sales and Finance organizations to ensure operational consistency and execution against company objectives. • Provide mentorship and leadership to all team members - constantly focus on their development and career progression.

• Design and maintain GTM reporting dashboards and KPI frameworks in Salesforce to provide actionable performance insights. • Use AI to transform manual workflows and synthesize high volumes of disparate data at scale. • Serve as the primary operational partner to CS and Sales leadership for process design, documentation & management. • Translate business requirements into technical specifications for Salesforce development, acting as the bridge between GTM teams and developers - protecting developers from scope creep and ambiguity, and protecting business stakeholders from solutions that miss the point. • Collaborate with GTM Enablement on change management, including training, documentation, and adoption tracking. • Manage cross-tool reporting fluency between Salesforce and connected platforms like Gong, Salesloft, and Highspot.

• Map, document, and optimize processes related to pipeline generation and ABM strategies; • Identify operational bottlenecks and design scalable flows using automations and AI agents; • Build and operate agents for account segmentation and list generation based on intent signals, behavior, and market data; • Develop account and contact data enrichment processes; • Create multichannel outbound workflows using email, LinkedIn and other prospecting tools; • Automate the capture, update, and enrichment of information in the CRM; • Develop mechanisms to personalize outreach at scale using AI; • Monitor performance metrics of implemented processes and agents, identifying opportunities for continuous improvement; • Collaborate with Marketing, Sales and strategic partners to evolve pipeline generation.

• Own the annual and quarterly revenue planning process, including quota setting, territory design, and headcount modeling in partnership with Sales leadership and Finance. • Develop and maintain a single source of truth for GTM performance, pipeline health, and revenue forecasting. • Drive the Appspace GTM operating cadence — including QBRs, pipeline reviews, and forecast calls — ensuring rigor, consistency, and accountability. • Lead and develop a high-performing Revenue Operations team spanning sales ops, marketing ops, CS ops, and data/analytics. • Design and enforce consistent sales processes, methodologies, and rules of engagement across all GTM segments (SMB, Mid-Market, Enterprise). • Identify and remove operational friction across the sales cycle to improve rep productivity and deal velocity. • Own the GTM technology stack (CRM, marketing automation, sales engagement, BI/analytics, CPQ, etc.) — driving adoption, integration, and continuous improvement. • Partner with IT and external vendors to evaluate, implement, and optimize RevOps tooling that scales with Appspace's growth. • Ensure data integrity, governance, and hygiene across all systems to enable accurate reporting and decision-making. • Build and maintain a comprehensive GTM analytics function that delivers actionable insights to senior leadership and the Board. • Define and track the KPIs and leading indicators that drive revenue growth, including pipeline coverage, win/loss rates, CAC, NRR, and sales cycle time. • Develop forecasting models and scenario analyses that support strategic planning and investor reporting. • Serve as a trusted strategic partner and thought leader to the CSO and the broader GTM leadership team. • Align Marketing, Sales, and Customer Success operations to deliver a seamless end-to-end customer journey. • Partner with Finance on revenue recognition, commission plan design, and board-level financial reporting. • Drive alignment between RevOps and Product on usage data, expansion signals, and feedback loops.